When used correctly, your CRM can enhance your sales effectiveness and enable customer-facing teams to be more proactive and knowledgeable.

To design a truly effective CRM toolset, distributors must consider each of five core processes:

• Territory intelligence
• Call management
• Opportunity pipeline
• Performance measurement
• Coaching

In this whitepaper, Mike Marks of Indian River Consulting Group looks at the five core CRM processes in more depth and how to optimize them for your business.